Computerised planning system and method for sales to clients in the hospitality, travel and leisure industries

Abstract

A computerised system and method for planning sales to clients in the hospitality, travel and leisure industries, by a sales team of at least one salesperson, comprising database software enabling or method steps of input and display of client data for each client; allocation of client data for each client to a responsible salesperson; and input and display of sales planning data for each client according to an overall business plan so that each salesperson can apportion sales time to each client according to the business plan.

1 . A computerised system for planning sales to clients in the hospitality, travel and leisure industries, by a sales team of at least one salesperson, comprising database software enabling 
 input and display of client data for each client; allocation of client data for each client to a responsible salesperson; and input and display of sales planning data for each client according to an overall business plan so that each salesperson can apportion sales time to each client according to the business plan.    
     
     
         2 . A computerised system according to  claim 1  wherein a calendar is provided which is specific to each client for the sales person to input and display sales time apportioned.  
     
     
         3 . A computerised system according to  claim 1  wherein the planning data includes sales figures by financial year, specifically for the present financial year, the last financial year and planned sales figures for the next financial year.  
     
     
         4 . A computerised system according to  claim 1 , wherein the planning data includes sales figures indicating the complete potential of the client per year in the competitive set of the business to indicate the client size and for comparison purposes.  
     
     
         5 . A computerised system according to  claim 1 , wherein the database software enables free input of at least some planning data and automatic calculation of totals and/or variances to allow the salesperson to explore planning scenarios.  
     
     
         6 . A computerised system according to  claim 1 , wherein the planning data includes sales figures expressed in terms of revenue and in room nights for accommodation, the system providing automatic calculation and display of the average room rate (ARR, revenue divided by room nights) and/or includes sales figures in terms of number of covers and catering revenue, the system providing automatic calculation and display of the average check (average covering revenue per cover).  
     
     
         7 . A computerised system according to  claim 1 , wherein the planning data is subdivided into general market segments, such as individual rooms, group and crew rooms and covers, these general market segment figures being summed automatically by the system.  
     
     
         8 . A computerised system according to  claim 1 , wherein at least some of the planning data is subdivided into specific market-segments corresponding to those of the business plan, so that direct comparison between the budget allocated to the specific segment in the business plan and planned sales is possible.  
     
     
         9 . A computerised system according to  claim 1 , wherein a calendar is provided which is specific to each client and wherein calendar data is entered under one of two main headings: preset events; and activities planned by the sales team with reference to the planning data and business plan.  
     
     
         10 . A computerised system according to  claim 1 , wherein the system holds client data including the responsible salesperson, the client's name and contact details, any account/client code specific for the client, and a list of contact persons within the client organisation.  
     
     
         11 . A computerised system according to  claim 1 , wherein the client data includes a client priority level for each client according to the revenue generated by the client allocated by the sales term and chosen from “key client”, “key prospect”, “suspect” and/or “niche client” and/or other client priority levels.  
     
     
         12 . A computerised system according to  claim 1 , wherein the database software has a user interface including a client data screen for display and input of the responsible salesperson, the client's name and contact details, any account/client code specified for the client, and a list of contact persons within the client organisation as well as a client priority level.  
     
     
         13 . A computerised system according to  claim 1 , wherein the database software has a user interface including a sales data screen for input and display of client potential, actual sales figures for last year and forecast for this year, wherein the displayed data may be exported to other screens.  
     
     
         14 . A computerised system according to  claim 13 , wherein the sales data screen allows input and display of planning data for each year by general market segments of individual rooms, group & crew rooms and covers as well as calculation and display of total rooms, ARR, average check and total (rooms and catering) revenue.  
     
     
         15 . A computerised system according to  claim 1 , wherein the database software has a user interface including a segment targets screen for input and display of revenue data according to specific market segment of the business plan and automatic calculation and display of sub-totals and/or variances corresponding to general market segments, wherein the displayed data may be exported to the appropriate general market segments for the next year.  
     
     
         16 . A computerised system according to  claim 1 , wherein the database software has a user interface including: a sales summary screen for display of the client potential, actual sales figures for last year, forecast for this year and plan for next year using figures input into and calculated from others screens.  
     
     
         17 . A computerised system according to  claim 1 , wherein the database software has a user interface including a sales summary screen and/or sales data screen displaying a table with sub-tables for each financial year required, each sub-table being split by general market segment into columns wherein further columns are provided for average room rate (ARR), average check and totals.  
     
     
         18 . A computerised system according to  claim 17 , wherein the sub-table for each financial year is shown as a row pair giving room nights and revenue (and number of covers and revenue) where appropriate, and divided into columns by general market segment and further columns.  
     
     
         19 . A computerised system according to  claim 1 , wherein the database software has a user interface including a calendar screen holding preset events and activities planned by the sales team.  
     
     
         20 . A computerised system according to  claim 1 , wherein the database software has a user interface including a calendar displayed in matrix form in an activities screen, being a table listing activities or events in rows, the months being displayed in columns across the screen and the entry in each cell giving the date in the month.  
     
     
         21 . A computerised method for planning sales to clients in the hospitality, travel and leisure industries, by a sales team of at least one salesperson comprising the following method steps: 
 input and display of client data for each client; allocation of client data for each client to a responsible salesperson; input and display of sales planning data for each client according to an overall business plan and individual apportioning of a salesperson's sales time to clients according to the business plan.    
     
     
         22 . A computerised method according to  claim 21 , further comprising the step of entering sales time apportioned according to the business plan into a calendar in the form of planned activities.  
     
     
         23 . A computerised method according to  claim 21 , wherein past sales figures are input for general market segments; planned sales figures for the next year are input for specific market segments and consolidated automatically to the general market segments; and then the past and plan figures are compared.  
     
     
         24 . A computerised method according to  claim 21 , wherein sub-totals and totals are automatically calculated from the salesperson's input of planning data and the salesperson can explore different scenarios by adjusting input to arrive at a final plan.  
     
     
         25 . A computer-readable medium or downloadable file comprising database software, which when installed on a server and PC provides a computerised system for planning sales to clients in the hospitality, travel and leisure industries, by a sales team of at least one salesperson, comprising database software enabling input and display of client data for each client; allocation of client data for each client to a responsible salesperson; and input and display of sales planning data for each client according to an overall business plan so that each salesperson can apportion sales time to each client according to the business plan.  
     
     
         26 . A computerised system for planning sales to clients in the hospitality and leisure industries, by a sales team of at least one salesperson, comprising database software enabling input and display of client data for each client; allocation of client data for each client to a unique salesperson; input and display of sales planning data in terms of past and future sales figures for each client; and input and display of activities for the salesperson to achieve the future sales figures.  
     
     
         27 . A computerised method for sales to clients in the hospitality, travel and leisure industries by a sales team of at least one salesperson comprising the following method steps; input and display of client data for each client; allocation of client data for each client to a unique salesperson; input and display of sales planning data in terms of past and future sales figures for each client; and input and display of activities for the salesperson to achieve the future sales figures.